What do market segments such as government, universities / higher education, life sciences, government/ municipalities, sports teams, hospitals, and agriculture have in common? While most are considered "institutions", they all are significant users of eProcurement / punchouts as part of their electrical buying process. They use companies such as Ariba, Coupa, Jaggaer, … [Read more...] about Creating lemonade at Institutional Accounts
O+P=R and a Lower Cost of Sales … The Manufacturer Rep Agent Management Formula
In the Industrial Channel, capturing business is a fight for market share. And to win that fight you need the most effective sales organization. One that can get into "the right person at the customer" (be they and end-user, contractor or distributor) to prove your difference. At the same time companies need to do this cost-effectively. There is a balance that needs to be … [Read more...] about O+P=R and a Lower Cost of Sales … The Manufacturer Rep Agent Management Formula
Market Intelligence to Inform Leadership
Okay, I'm not saying that company leadership is not "intelligent", but it does help leadership if it has access to intelligence as in market insights. While sales can provide some market, and customer-specific, insights, information needs to be aggregated, analyzed and sought from multiple sources in order to identity and evaluate the market to identify opportunities, set (or … [Read more...] about Market Intelligence to Inform Leadership
Winning the HVACR Product Data Revolution
In June HVACRTrends hosted a webinar introducing the Trimble / Distributor Data Solutions (DDS) collaboration. The two companies shared what they are seeing in the construction trades and how data is being used, and will be used, to help companies operate more efficiently, more effectively, and as a tool to capture market share. Takeaways Two key takeaways from the session … [Read more...] about Winning the HVACR Product Data Revolution
SPAs, or Ship & Debit, can be Sales and Profit Drivers or Drags
SPAs, or "ship and debit" are special pricing agreements can be an important sales (or marketing, since price, theoretically, is a component of the marketing mix) tool. Over the past few years we've seen SPAs generate attention from technology companies (Interlyx, Enable, CMR, Vistex, TrulinX, and many of the ERP companies). All see the mantra of "digital transformation" as … [Read more...] about SPAs, or Ship & Debit, can be Sales and Profit Drivers or Drags
